Founding GTM Lead – AI Startups & Inference

OrcaRouter; San Francisco (CA); On-site; USD 180,000 - 280,000; Full time

Job summary

OrcaRouter is seeking a Founding GTM Lead to own go-to-market strategy and execution for AI-native startups and inference-heavy customers. This on-site, full-time role is based in the San Francisco Bay Area.

You will identify target segments, refine positioning, and create repeatable playbooks for acquiring and expanding accounts, while collaborating with product and engineering to shape pricing and integrations for developers.

Qualifications

• Go-to-market and commercial skills in B2B SaaS or developer tools sales.
• AI and technical domain familiarity with LLMs and APIs.
• Customer and market skills with startups, founders and technical buyers.
• Clear communication and storytelling for AI builders and infrastructure teams.
• Operational and analytical skills with CRM tools and revenue metrics.
• Collaborative and leadership abilities with founders.

Responsibilities

• Prospect and qualify leads for AI startup and inference customers.
• Run discovery and technical value conversations.
• Partner with the founding team on demos and pricing.
• Guide customers from evaluation through adoption.
• Collaborate with product and engineering to relay market feedback.
• Co-design pricing, packaging, and integrations that fit developer needs.
• Create lightweight content, events, and community touchpoints.

Skills

GTM strategy

AI domain knowledge

Discovery

Storytelling

CRM & analytics

Leadership

Tools

Salesforce

Job description

Company Description

OrcaRouter is a unified AI inference gateway and open AI infrastructure platform that gives developers a single API key to access over 200 models across providers such as OpenAI, Anthropic, Gemini, DeepSeek, Qwen, Kimi, and xAI. The platform offers adaptive routing, automatic fallbacks, unified billing, bring-your-own-key support, and zero markup pricing, and supports both OpenAI-compatible APIs and native Anthropic and Gemini endpoints. In addition to the hosted gateway, OrcaRouter builds openly available tooling, including self-hosted routing infrastructure, MCP tools, SDK integrations, and open-weight model releases and research. The team operates with an open-source mindset, publishing work and resources across Hugging Face, Ollama, GitHub, arXiv, and detailed product documentation. This environment is well-suited for individuals who want to shape core AI infrastructure and collaborate closely with developers using cutting‑edge models in production.

Role Description

The Founding GTM Lead – AI Startups & Inference will own go-to-market strategy and execution for AI-native startups and inference-heavy customers, working on-site full time in the San Francisco Bay Area. This role involves identifying and prioritizing target segments, building and refining positioning and messaging, and creating repeatable playbooks for acquiring and expanding accounts. Day-to-day responsibilities include prospecting and qualifying leads, running discovery and technical value conversations, partnering with the founding team on demos, and guiding customers from evaluation through adoption. The GTM Lead will collaborate closely with product and engineering to relay market feedback, influence the roadmap, and co-design pricing, packaging, and integrations that fit developer needs. The role also includes creating lightweight content, events, and community touchpoints to grow OrcaRouter’s presence in the AI infrastructure ecosystem and establish strong relationships with early design partners.

Qualifications

• Go-to-market and commercial skills: experience in B2B SaaS or developer tools sales, account management, pipeline building, and GTM strategy for early-stage products.
• AI and technical domain familiarity: understanding of LLMs, inference workloads, APIs, and developer tooling; ability to engage credibly with technical stakeholders and translate requirements into solutions.
• Customer and market skills: strong discovery, consultative selling, stakeholder management, and relationship-building skills with startups, founders, and technical buyers.
• Communication and storytelling: clear written and verbal communication, ability to craft concise messaging, decks, and product narratives tailored to AI builders and infrastructure teams.
• Operational and analytical skills: proficiency with CRM tools, basic funnel and revenue metrics, and a data-informed approach to experiments, pricing tests, and GTM iteration.
• Collaboration and leadership: comfort working closely with founders